Why is it good to repel patients who are not a fit? Because selling well is not only about pulling people in, it is also about gently pushing the wrong ones away. Good information qualifies and motivates the right patients, and it de-motivates or repels the ones for whom it is not the right time, or not the right fit ever. That is a feature, not a failure. For the patient who genuinely should not move forward, the kindest thing you can do is save them the wasted time and the embarrassment of sitting through a consultation that was never going [...]